Stop Pandering

Prospect: "Send me your proposal today."

Salesperson: "Sure no problem - you'll have it by 5pm."

...it's 2:20pm, said salesperson has a busy afternoon but must get this proposal out.

He firefights all afternoon to ensure it's done, as well as everything else he has to do before going home.

He ends up staying in the office till gone 8pm.

He misses dinner with his family.

Again.

His wife is very upset.

He then proceeds to get ghosted for the next 3 weeks.

Eventually said prospect comes back and ruthlessly tells him they decided to go elsewhere.

Sorry about that.

Keep in touch.

What happened?

The salesperson has once again pandered.

With no management of next steps.

He asked his prospect for nothing in exchange for going out of his way.

There is a better way...

And it starts by having self-respect and not running around after prospects like a gofer.

Push back.

Be honest and say you're too busy but that you'll have it to them by tomorrow.

Then clearly set out what you expect in return.

Reciprocation matters.

It's a partnership mentality.

Agree when they'll come back to you and what to do in the event they don't follow through.

Cover every eventuality.

Tell them clearly you won't chase and agree what you will do in the event they let you down.

And never chase again.

...or carry on missing dinner with the wife and kids.

It's not worth it.

Especially when you're being treated like a doormat.

Push back and command respect.

Then you'll be treated as a professional salesperson.

A potential partner.

And not just another subservient vendor.